26th August 2015

LinkedIn for Business:

Your Sales Strategy for the Digital Age

Agenda for today

The Digital Transformation –

Connecting to Opportunities

by Stewart Lee

Buying and Selling in the Digital Age

by Marco Jorge & Jason Li

Social Selling Index defined

by Nicolas Levitte

Stewart Lee

Head of Mid Market Sales S/E Asia

LinkedIn Sales Solutions

The Digital Transformation

5

Charles Darwin

It’s not the strongest of the species that

survives, nor the most intelligent, but

the one most responsive to change.

* Airbnb

* Uber

* Alibaba

* LinkedIn

15

380,000,000 Members

16

347,000,000 Members

116M+ EMEA

73M+ APAC

50M+ LATAM

10M+ China

30M+ India

7M+ Austrailia

Regional

membership

15M+ Southeast Asia

Connect the world’s professionals

to make them more productive

and successful

Mission

For members

NETWORK

with your professional world

IDENTITY

your professional

profile of record

KNOWLEDGE

through professional news

and content

Publishing

Global news and thought

leadership from 300M+ members

Knowledge

Slideshare

The world’s largest repository

of professional knowledge

Knowledge

Pulse

Digest of professional news

you need to know

Knowledge

Knowledge through

conversation

Groups

Knowledge

Acquire the skills you

need to succeed

Lynda.com

Knowledge

Coming soon…

For customers

@WORK SELL MARKET HIRE

25

Seth Godin – Founder of Squidoo.com

Selling to people who actually want to

hear from you is more effective than

interrupting strangers that don’t.

©2015 LinkedIn Corporation. All Rights Reserved.

Marco Jorge

SMB Account Executive APAC

LinkedIn Sales Solutions

Buying and Selling in the Digital Age

Jason Li

Enterprise Sales Manager APAC

LinkedIn Sales Solutions

28

The buying process has changed

29

75% of B2B Buyers use social media to

make purchasing decisions

30

5 Stakeholders in any B2B Decision

Making Process

31

95% Of decision-makers do not respond to

cold outreach

32

5x More likely to engage with sales

professionals via warm introduction

than cold outreach

33

Story

34

Build trust

35

Build trust

36

Build trust

37

Build Trust

38

Our Vision

Elevate the sales professional

©2015 LinkedIn Corporation. All Rights Reserved.

Nicolas Levitte

Head of Enterprise Sales APAC

LinkedIn Sales Solutions

Social Selling Index defined

Social selling defined

41

Create a professional brand

Find the right people

Engage with insights

Build strong relationships

42

Professional brand

43

Find the right people

44

Lead with insights

45

Build strong relationships

Social Selling Index

46

Laggards

0 100

Leaders

26.0

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Global

10.1

5.2

2.1

8.6

SSI measures your performance across the four pillars

of social selling

Social Selling Index measures

adoption of LinkedIn social selling

practices on a 0-100 scale

Performance on four key

dimensions, each worth 25 points

Source: LinkedIn Data as of 31st July 2015

26.0

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Global

10.1

5.2

2.1

8.6

Hong Kong

8.0

6.5

1.9

7.7

24.2

How are all sales professionals in Hong Kong doing?

Source: LinkedIn Data as of 31st July 2015

26.0

Find the right people

Build strong relationships

Create a professional brand

Engage with insights

Social Selling Index

Global

10.1

5.2

2.1

8.6

How are we doing in the room?

Today’s

Room

14.3

13.7

6.6

16.3

51.0

Hong Kong

8.0

6.5

1.9

7.7

24.2

Source: LinkedIn Data as of 31st July 2015

50

Curious about your SSI?

https://www.linkedin.com/sales/ssi

50

51

Why does that matter?

More likely to

reach quota

51%

Exceed quota

More likely

to go to club

3x

Go to club

Average decrease in

promotion to VP

17 months

Get promoted faster

©2015 LinkedIn Corporation. All Rights Reserved.

Q & A